The Effect of Socially-Based Proactive Churn Management Published at Marketing Science

My paper with Miguel Matos and Rodrigo Belo on the effect of socially-based proactive churn management has been accepted for publication at Marketing Science. In this paper, and using results from a network-based large scale randomized field experiment, we show that listing the friends of likely churners to contact, in addition to the likely churners, reduces churn and increases customer lifetime value compared to traditional proactive churn management in which only the latter are usually listed to contact. We also show how conformity and on-price must be mechanisms that are likely at play in our setting that explain our findings.

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The Effects of Timeshift TV Published at Management Science

My paper with Filipa Reis, Rodrigo Belo and Miguel Matos on the impact of Timeshift TV (TSTV) on TV consumption and ad avoidance has been accepted for publication at Management Science. In this paper, we partner with a major telecommunications provider to study the effect of Time-Shift TV (TSTV) on TV consumption. We find that, on average, households treated with TSTV on a new set of TV channels that can be used to watch movies and TV shows consume more TV overall and as much live TV as households without TSTV. We also show that households do not seem to use TSTV as a new tool to strategically avoid ads. In particular, households given access to the new TV channels with TSTV exit ads in the original TV channels as much as the households given access to these channels without TSTV.

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Two Best Paper Awards at ICIS

Our paper on the Impact of TSTV on TV viewership and ad consumption won the best paper award at the 2017 International Conference on Information Systems in the Data Science, Decision Analytics and Visualization track. In this paper, we show that the introduction of TSTV does not reduce the consumption of live TV nor the exposure to advertisements. In addition, our paper on the Impact of DNS blocking on digital piracy won the best paper award in the Economics of IS track. In this paper, we show that DNS blocking reduces Internet traffic (including upload — which is used to proxy piracy), increase TV viewership but they do not change the use of legal paid alternatives (e.g. VoD or premium TV channels). In addition, DNS blocking increases Google searches for tools to bypass them and we find evidence that more BitTorrent users remained active after the blocks in regions where this search behavior was more prevalent.

Paper on Vehicular Mesh Networks Published in IEEE Access

My paper with Alexandre Ligo, Jon Peha and Joao Barros on the Throughput and Economics of DSRC-Based Internet of Vehicles has been accepted for publication in IEEE Access. In this paper, we characterize conditions under which Dedicated Short Range Communications (DSRC) can be more cost-effective than expanding the capacity of cellular networks to provide Internet access. For more information read the paper at:


Three Papers Accepted at ICIS

Pedro Ferreira and co-authors have three papers accepted at the International Conference on Information Systems, which will take place in Seoul, South Korea, in December 2017. One paper focuses on the effect of binge watching on the subscription of video-on-demand. Another paper focuses on the impact of time-shift TV on the consumption of TV and of advertisements. The last paper focuses on the impact of DNS blocking on piracy.

Six Papers Accepted for Presentation at the Marketing Science Annual Conference

Pedro Ferreira and co-authors will present six papers at the annual marketing science conference hosted at the Marshall School of Business, USC. We will present two papers on the welfare properties of recommender systems, two papers on media consumption (on the effect of TSTV and binge watching), one paper on how consumers combine WoM from friends and likes from the crowd to purchase movies and TV shows in a VoD system and another paper on proactive churn management.

Qiwel Han

Qiwei Han Successfully Defends PhD Thesis

Qiwei Han successfully defended his PhD thesis on the impact of search costs in offline environments. In his thesis, Qiwei shows that consumers behave alike in offline and online settings when thinking about what to purchase. In particular, consumers first search for products and only later consider purchasing a product from the consideration set they built during the search stage. Using a randomized field experiment, he shows that search costs affect considerably the search stage but not the purchase stage. Qiwei will join the Nova School of Business in Lisbon as a Post-Doctoral Fellow this summer.

Xiaochen Zhang

Xiaochen Successfully Defends PhD Thesis

Xiaochen Zhang successfully defended her PhD thesis on the welfare properties of recommender systems. In her thesis, Xiaochen looks at how recommender systems affect consumer surplus and firm profits. She shows that personalization can be used as a tool to extract excessive surplus from consumers just like price discrimination. Xiaochen is joining the Uber Data Science team this summer.